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Seminar Number

9077

Registration
Fee:

$225

NEGOTIATION STRATEGIES FOR LAWYERS

RECORDED JANUARY 29, 2016

Archived Webcast

About the Seminar:
You negotiate every day. In fact, your ability to effectively negotiate may be the most critical skill you possess. Yet most negotiate instinctively or intuitively. This seminar will help you approach negotiations with a strategic mindset.

Martin Latz is one of the nation's leading experts and instructors on negotiating techniques. A Harvard Law honors graduate, Marty will help make YOU a more effective lawyer.

CLE Hours:
6 CLE Hours including 1 Ethics Hour, 1 Professionalism Hour and 1 Trial Practice Hour

About the Speaker:
Martin E. Latz, Adjunct Professor, Arizona State University Law School; Latz Negotiation Institute, Scottsdale, AZ

Renowned negotiation expert Martin E. Latz, Founder of the Latz Negotiation Institute, has trained over 75,000 lawyers and business professionals around the world to more effectively negotiate.

An Adjunct Professor—Negotiation at Arizona State University College of Law since 1995, Latz has also negotiated for the White House nationally and internationally on the White House Advance Teams.

Introduction – The “car negotiation story”

Discuss Latz's golden rules of Negotiation

  • Setting aggressive – yet realistic – goals
  • Information is power – so get it!
  • Increasing leverage by strengthening your alternatives

Negotiation Ethics – Part I, including discussion of Stalking Horse Scenario and its:

  • Morality – is it right or wrong?
  • Ethics or Legality – does it cross the legal or ethical line?
  • Effectiveness – does it work?

Discuss Negotiation Strategies, including:

  • Using objective criteria with “tough negotiators”
  • Using timing to your advantage

Discuss Negotiation Strategies, including:

  • Designing offer-concession strategies
  • Controlling the agenda

Prepare to Negotiate Simulation, including:

  • Learning information-gathering techniques
  • Analyzing interests vs. positions
  • Creatively generating options
Negotiation Simulation

Analyze Negotiation Simulation, including

  • Evaluating Lessons Learned – what worked and what didn’t

Discuss Negotiation Strategies, including:

  • Problem-Solving vs Competitive Strategies
  • Impasse-Breaking Strategies
  • Countering “Negotiation Games”

Negotiation Ethics – Part II, including discussion of The “False Promise” Scenario and its:

  • Morality – is it right or wrong?
  • Ethics or Legality – does it cross the legal or ethical line?
  • Effectiveness – does it work?